Sales Leaders in Post-Acute: Develop, Elevate, and Retain the Best Team

Having the best team in place and knowing how to motivate and elevate their talents to get the most out of them is critical to delivering results in today’s post-acute environment. Learn how to develop and coach through behavioral competencies and what qualities lead to success. This interactive session will help sales leaders assess their current talent, determine what skills and capabilities may be missing, and implement solutions to address gaps. — through internal development and tools to close the gap. Today's executive sales professionals face numerous challenges in the Senior Living and Post Acute marketplace. It is important to recognize that investing in your sales team is a significant and worthwhile endeavor. As the customer base becomes more diverse, the sales landscape and the skills required to succeed in it are changing. During this conference session, we will discuss and exercise key behavioral competencies needed for success and which ones are difficult to coach through. We will also identify key qualities and traits of talent and discuss what 'good' looks like in terms of coachable vs. uncoachable competencies. Additionally, we will review strategies to develop sales skills, create checklists for regional directors and discuss key strategies for leaders to take the team to the next level. This includes providing feedback, finding solutions for improvement, developing a sales playbook and creating development plans. Finally, we will cover designing incentives, creating a motivating environment, structuring rewards for success and retention strategies for top performers.